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Shanil Ebrahim, Deloitte Canada's Life Sciences and Healthcare leader, shares his insight on how to approach projects and build relationships for the long term. He emphasizes the importance of being a good listener and deeply understanding the client's needs. He highlights the need for expertise and credibility, actively shaping conversations, and thought leadership in the industry.

Establishing credibility in consulting requires continuous learning, checking your ego at the door, and clear communication. And you have to challenge the status quo - but with respect and by bringing research to back up your perspective.

Consulting is a human business that revolves around understanding people and solving their problems. Building trust and maintaining long-term relationships is key to success.

Keywords
consulting, market authority, listening, client needs, expertise, credibility, pre-built solutions, customization, consulting, credibility, continuous learning, ego, clear communication, challenging the status quo, trust, long-term relationships

Takeaways

• Being a good listener and understanding the client's needs is crucial for establishing oneself as a market authority.
• Demonstrating expertise and actively shaping conversations in the industry adds credibility.
• Balancing pre-built solutions with customization is important to address each client's unique challenges.
• Constantly learning and staying up-to-date with industry trends is essential for credibility and success in consulting. Continuous learning is essential in consulting to stay up-to-date with industry trends and be seen as a leader.
• Checking ego at the door and being willing to ask 'stupid' questions helps establish credibility and build trust with clients.
• Clear communication is crucial in consulting to ensure that recommendations and strategies are understood and implemented effectively.
• Challenging the status quo should be done with respect and solid research, demonstrating thought leadership and pushing boundaries.
• Consulting is a human business that requires empathy, emotional intelligence, and the ability to form and maintain long-term relationships.

Sound Bites

• "If you truly want to establish yourself as a market authority, you need to be a really good listener."
• "Establishing credibility means actively shaping conversations and demonstrating expertise."
• "Consistently challenging the status quo is key to being a trusted advisor."
• "You have to be constantly learning."
• "Check your ego at the door."